Sales Consultant

Job Title : Product Manager – Cyber Security

Division: Cyber Security

Location & Address: Johannesburg

Total Staff in Function: 1

WORKING RELATIONSHIPS:

1. Internal: Procurement, Sales Operations, Brand Operations, Account Managers, Systems Engineers / Presales, Marketing, Logistics, Regional Managers
2. External: Vendor, Resellers, End Users, Vendor Alliance Partners

JOB SUMMARY:

Main Purpose of Position: To manage the daily running of the assigned brand/s.

To continuously strive to grow the success of the assigned brands within First Distribution and be closely involved in all areas related to the brand from a sales and operational perspective.

Key Performance Areas:

1. Driving Gross Profit targets through Resellers.
2. Selling First Distribution's product portfolio within existing Resellers.
3. Recruitment of new Resellers.
4. Display key competencies of product knowledge and brand programs across the relevant portfolio of products.
5. Bi-Weekly sales review with Line Manager.
6. Drive Sales Strategy and overview sessions with resellers.
7. On-boarding process within accounts: operational, sales, technical processes.
8. Build and manage effective relationships with relevant team members and resellers.
9. Ensure the satisfactory execution of the aligned business plan in conjunction with your Line Manager and Brand Managers.
10. Identify and Qualify new deals and partners to sustain the required levels of pipeline and target coverage.
11. Report opportunity details to the Line Manager and brand managers on a regular basis (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
12. Ensure that sales targets are achieved and report any deviations with detailed explanations.
13. Ensure targeted profit margins are achieved.
14. Ensure brand rebates are realized.
15. Ensure adherence to Call Plans.
16. Ensure weekly activities and minutes of meetings are reported to the Line Manager.
17. Ensure sales reports and sales forecasts are submitted to Line Manager.
18. Manage the Brand Sales performance and operational excellence.
19. Driving revenue and GP targets for the assigned brand/s across the full territory where we have distribution rights.
20. Continuously support sales growth in all regions.
21. Executing on and aligning with Vendor objectives.
22. Driving Vendor Strategy and portfolio within existing and new targeted accounts.
23. Understand Vendor strategy, programs, and complete portfolio of products.
24. Run Quarterly Business Review Sessions with the vendor.
25. Partner recruitment and Development – Operational processes.
26. Build and manage relationship with Vendors team members.
27. Understand in detail the vendors rebate programs and ensure alignment to maximize rebate attainment.
28. Report opportunity details to Vendor on a regular basis (as required by the vendor) showing deal progression and pipeline creation using the CRM (Customer Relationship Management) system.
29. Ensure that sales targets are achieved and report any deviations with detailed reasoning.
30. Management of the brand budget and P&L.
31. Balance the income statement and any General Ledger accounts assigned to the brand at least monthly.
32. Manage any stock and ensure optimal stock is purchased and avoid stock aging.
33. All Warehousing and Logistics associated to assigned brand/s.
34. Control the Operating profit for the brand in accordance with the budget.
35. Pipeline management using CRM – ensure accuracy is always maintained.
36. Manage pricing and margins to maximize profitability.
37. Ensure accuracy of product codes and pricing.
38. Remain updated with product changes and required training certifications.
39. Ensure all staff who require training are trained and all certifications are maintained.
40. Marketing Management: Conduct Marketing Planning sessions and take Accountability for the Marketing plan.
41. Work with both EMMC and Vendor Marketing teams to ensure effectiveness of all Marketing activity.
42. Partner Enablement (Target, Certifications, growth).
43. Develop a Business Development Plan that documents the key sales & marketing strategies and a management system that measures performance and success.
44. Align marketing activities in each region appropriately.
45. Work on growing the market share.
46. Understand the competitive landscape and develop strategies to maintain competitive advantage.
47. Ensure customer enablement is run frequently and customers are updated with the latest from the vendor.
48. People Management: Manage the Sales Specialists and ensure they are performing their role according to defined KPI's targets etc.
49. Ensure Sales processes are managed end-to-end by all sales staff representing your brand/s.
50. Take accountability for the skills/knowledge of all back-office functions and processes including but not limited to: Internal Sales Support, Pre-sales, Procurement, and Logistics.

PETENCIES:

1. Knowledge – You must know: Knowledge of relevant brand products and process, Knowledge of vendor structure to have the correct point of contact, Knowledge of information management industry in South Africa, Knowledge of IT Industry.
2. Skills – You must be able to perform: Excel Intermediate, Demonstrated accuracy and attention to detail with numbers, Demonstrated confidentiality, Ability to deliver on service level agreements, Demonstrated ability towards business intelligence.
3. Attributes – You must: Strong Self Motivational and Empowerment skills, Strong Communication Skills, Strong Relationship and Self-Management Skills, Take Initiative, Work well with all kinds of people, Remain calm under pressure.

Internal training associated with competencies: Adhere to and complete the Company Learning Map issued during the first week of employment to meet the expectation.

Minimum Requirements:

1. Matric.
2. IT Diploma / Degree would be advantageous.
3. Cybersecurity Background.
4. A minimum of 5 years of Business Development Management experience in the IT Industry.
5. Have strong interpersonal and communication skills with staff at various levels.
6. Creative, solution-driven attitude.
7. Be willing to work in an agile environment where changes are frequent, and technologies evolve.
8. Experience in business/commercial management (budgeting, cost-benefit analysis, product pricing).

Nice-to-have Skills:

1. Systems: Excel, CRM, Accpac will be an advantage.

Additional Skills:

1. Sense of urgency.
2. Strong Self Motivational and Empowerment skills.
3. Strong Communication Skills.
4. Strong Relationship and Self-Management Skills.
5. Take Initiative.

Office Requirements:

1. Work-from-office environment.
2. Semi-formal dress code.
3. Working hours are from 08:00 – 17:00.
4. Excellent international business language skills (English), both written and verbal.
5. Reliable transport to and from the office.

Note: The remuneration package will be discussed during the interviewing process.

Follow through with a 3-month probation review which will be scheduled by Human Resources monthly.

You will be required to perform such duties as reasonably required by the business. Your job description may be amended from time to time if it is valid and reasonable.

You will serve the Company or any Associated Entity in such capacity as management may reasonably require.

Duties must be performed faithfully, diligently and to the best of your abilities. You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.

You may be required within reason, to work outside of set duties and/or perform in more than one role.